BBA-Marketing

1. 5-1
A Classification of Marketing Research Data
Survey
Data
Observational
and Other Data
Experimental
Data
Fig. 5.1
Qualitative Data Quantitative Data
Descriptive Causal
Marketing Research Data
Secondary Data Primary Data

2. 5-2
Qualitative vs. Quantitative Research
Qualitative Research
To gain a qualitative
understanding of the
underlying reasons and
motivations
Small number of non-
representative cases
Unstructured
Non-statistical
Develop an initial
understanding
Objective
Sample
Data Collection
Data Analysis
Outcome
Quantitative Research
To quantify the data and
generalize the results from
the sample to the population
of interest
Large number of
representative cases
Structured
Statistical
Recommend a final course of
action
Table 5.1

3. 5-3
A Classification of Qualitative Research Procedures
Association
Techniques
Completion
Techniques
Construction
Techniques
Expressive
Techniques
Fig. 5.2
Direct (Non
disguised)
Indirect
(Disguised)
Focus Groups Depth Interviews
Projective
Techniques
Qualitative Research
Procedures

4. 5-4
Characteristics of Focus Groups
Group Size 8-12
Group Composition Homogeneous, respondents,
prescreened
Physical Setting Relaxed, informal atmosphere
Time Duration 1-3 hours
Recording Use of audiocassettes and videotapes
Moderator Observational, interpersonal, and
communication skills of the moderator
Table 5.2

5. 5-5
Key Qualifications of Focus Group Moderators
1. Kindness with firmness: The moderator must combine a disciplined
detachment with understanding empathy so as to generate the
necessary interaction.
2. Permissiveness: The moderator must be permissive yet alert to signs
that the group’s cordiality or purpose is disintegrating.
3. Involvement: The moderator must encourage and stimulate intense
personal involvement.
4. Incomplete understanding: The moderator must encourage
respondents to be more specific about generalized comments by
exhibiting incomplete understanding.

6. 5-6
Key Qualifications of Focus Group Moderators
5. Encouragement: The moderator must encourage unresponsive
members to participate.
6. Flexibility: The moderator must be able to improvise and alter the
planned outline amid the distractions of the group process.
7. Sensitivity: The moderator must be sensitive enough to guide the
group discussion at an intellectual as well as emotional level.

7. 5-7
Procedure for Planning and Conducting Focus Groups
Fig. 5.3
Determine the Objectives and Define the Problem
Specify the Objectives of Qualitative Research
Develop a Moderator’s Outline
Conduct the Focus Group Interviews
Review Tapes and Analyze the Data
Summarize the Findings and Plan Follow-Up Research or
Action
State the Objectives/Questions to be Answered by Focus Groups
Write a Screening Questionnaire

8. 5-8
Variations in Focus Groups
 Two-way focus group. This allows one target group to listen to and
learn from a related group. For example, a focus group of physicians
viewed a focus group of arthritis patients discussing the treatment they
desired.
 Dual-moderator group. A focus group conducted by two moderators:
One moderator is responsible for the smooth flow of the session, and
the other ensures that specific issues are discussed.
 Dueling-moderator group. There are two moderators, but they
deliberately take opposite positions on the issues to be discussed.

9. 5-9
Variations in Focus Groups
 Respondent-moderator group. The moderator asks selected
participants to play the role of moderator temporarily to improve
group dynamics.
 Client-participant groups. Client personnel are identified and made
part of the discussion group.
 Mini groups. These groups consist of a moderator and only 4 or 5
respondents.
 Tele-session groups. Focus group sessions by phone using the
conference call technique.
 Online Focus groups. Focus groups conducted online over the
Internet.

10. 5-10
Advantages of Focus Groups
1. Synergism
2. Snowballing
3. Stimulation
4. Security
5. Spontaneity
6. Serendipity
7. Specialization
8. Scientific scrutiny
9. Structure
10. Speed

11. 5-11
Disadvantages of Focus Groups
1. Misuse
2. Misjudge
3. Moderation
4. Messy
5. Misrepresentation

12. 5-12
Depth Interview Techniques: Laddering
In laddering, the line of questioning proceeds from product characteristics to
user characteristics. This technique allows the researcher to tap into the
consumer's network of meanings.
Wide body aircrafts (product characteristic)
I can get more work done
I accomplish more
I feel good about myself (user characteristic)
Advertising theme: You will feel good about yourself when flying
our airline. “You're The Boss.”

13. 5-13
Depth Interview Techniques:
Hidden Issue Questioning
In hidden issue questioning, the focus is not on socially shared values
but rather on personal “sore spots;” not on general lifestyles but on
deeply felt personal concerns.
fantasies, work lives, and social lives
historic, elite, “masculine-camaraderie,” competitive activities
Advertising theme: communicate aggressiveness, high status, and
competitive heritage of the airline.

14. 5-14
Depth Interview Techniques:
Symbolic Analysis
Symbolic analysis attempts to analyze the symbolic meaning of objects by
comparing them with their opposites. The logical opposites of a product that
are investigated are: non-usage of the product, attributes of an imaginary
“non-product,” and opposite types of products.
“What would it be like if you could no longer use airplanes?”
“Without planes, I would have to rely on letters and long distance calls.”
Airlines sell to the managers face-to-face communication.
Advertising theme: The airline will do the same thing for a manager as Federal
Express does for a package.

15. 5-15
Definition of Projective Techniques
 An unstructured, indirect form of questioning that encourages
respondents to project their underlying motivations, beliefs, attitudes
or feelings regarding the issues of concern.
 In projective techniques, respondents are asked to interpret the
behavior of others.
 In interpreting the behavior of others, respondents indirectly project
their own motivations, beliefs, attitudes, or feelings into the situation.

16. 5-16
Word Association
In word association, respondents are presented with a list of words, one at a time
and asked to respond to each with the first word that comes to mind. The
words of interest, called test words, are interspersed throughout the list which
also contains some neutral, or filler words to disguise the purpose of the study.
Responses are analyzed by calculating:
(1) the frequency with which any word is given as a response;
(2) the amount of time that elapses before a response is given; and
(3) the number of respondents who do not respond at all to a test word within a
reasonable period of time.

17. 5-17
Word Association
EXAMPLE
STIMULUS MRS. M MRS. C
washday everyday ironing
fresh and sweet clean
pure air soiled
scrub don't; husband does clean
filth this neighborhood dirt
bubbles bath soap and water
family squabbles children
towels dirty wash

18. 5-18
Completion Techniques
In Sentence completion, respondents are given incomplete
sentences and asked to complete them. Generally, they are
asked to use the first word or phrase that comes to mind.
A person who shops at Sears is ______________________
A person who receives a gift certificate good for Sak's Fifth
Avenue would be __________________________________
J. C. Penney is most liked by _________________________
When I think of shopping in a department store, I ________
A variation of sentence completion is paragraph completion, in
which the respondent completes a paragraph beginning with the
stimulus phrase.

19. 5-19
Completion Techniques
In story completion, respondents are given part of a
story – enough to direct attention to a particular topic
but not to hint at the ending. They are required to
give the conclusion in their own words.

20. 5-20
Construction Techniques
With a picture response, the respondents are asked to describe a
series of pictures of ordinary as well as unusual events. The
respondent's interpretation of the pictures gives indications of that
individual's personality.
In cartoon tests, cartoon characters are shown in a specific situation
related to the problem. The respondents are asked to indicate what
one cartoon character might say in response to the comments of
another character. Cartoon tests are simpler to administer and analyze
than picture response techniques.

21. 5-21
A Cartoon Test
Let’s see if we can
pick up some
house wares at
Sears
Figure 5.4
SearsSears

22. 5-22
Expressive Techniques
In expressive techniques, respondents are presented with a verbal or
visual situation and asked to relate the feelings and attitudes of other
people to the situation.
Role playing Respondents are asked to play the role or assume the
behavior of someone else.
Third-person technique The respondent is presented with a verbal
or visual situation and the respondent is asked to relate the beliefs and
attitudes of a third person rather than directly expressing personal
beliefs and attitudes. This third person may be a friend, neighbor,
colleague, or a “typical” person.

23. 5-23
Advantages of Projective Techniques
 They may elicit responses that subjects would be unwilling or unable
to give if they knew the purpose of the study.
 Helpful when the issues to be addressed are personal, sensitive, or
subject to strong social norms.
 Helpful when underlying motivations, beliefs, and attitudes are
operating at a subconscious level.

24. 5-24
Disadvantages of Projective Techniques
 Suffer from many of the disadvantages of unstructured direct
techniques, but to a greater extent.
 Require highly trained interviewers.
 Skilled interpreters are also required to analyze the responses.
 There is a serious risk of interpretation bias.
 They tend to be expensive.
 May require respondents to engage in unusual behavior.

25. 5-25
Guidelines for Using Projective Techniques
 Projective techniques should be used because the required information
cannot be accurately obtained by direct methods.
 Projective techniques should be used for exploratory research to gain
initial insights and understanding.
 Given their complexity, projective techniques should not be used
naively.

26. 5-26
Comparison of Focus Groups, Depth Interviews,
and Projective Techniques
1. Degree of Structure
2. Probing of individual
respondents
3. Moderator bias
4. Interpretation bias
5. Uncovering
subconscious
information
6. Discovering innovative
information
7. Obtaining sensitive
information
8. Involve unusual
behavior or
questioning
9. Overall usefulness
Relatively high
Low
Relatively medium
Relatively low
Low
High
Low
No
Highly useful
Relatively medium
High
Relatively high
Relatively
medium Medium to
high
Medium
Medium
To a limited
Relatively low
Medium
Low to high
Relatively high
High
Low
High
Yes
Somewhat
useful
Focus
Groups
Depth
Interviews
Projective
Techniques
Criteria
Table 5.3

27. 5-27
Advantages of Online Focus Groups
 Geographical constraints are removed and time constraints are
lessened.
 Unique opportunity to re-contact group participants at a later date.
 Can recruit people not interested in traditional focus groups: doctors,
lawyers, etc.
 Moderators can carry on side conversations with individual
respondents.
 There is no travel, video taping, or facilities to arrange; so the cost is
much lower.

28. 5-28
Disadvantages of Online Focus Groups
 Only people that have access to the Internet can participate.
 Verifying that a respondent is a member of a target group is difficult.
 There is lack of general control over the respondent's environment.
 Only audio and visual stimuli can be tested. Products can not be
touched (e.g., clothing) or smelled (e.g., perfumes).